How To Beat Lower Priced Competitors

Imagine if...
your sales force differentiated your product or service enough so that your value would be understood and your margins would remain steady.

sales competition
There are two kinds of consumers: those who buy on the basis of price and those who are partial to value. When you are selling against a lower-priced competitor, you have two choices: discount or differentiate. Offering a discount is easy, which is why sellers resort to it. Unfortunately, discounting reduces your margins and makes you vulnerable to further price drops from the competition. While differentiating can be a tad difficult, it tends to keep your margins steady while locking out competitive threats.

Our Strategic Selling Solutions can eliminate competitive threats by using various differentiating techniques. What we can do is highlight elements of your product or service that the competition's product lacks, so that the customer sees that feature as a "must-have". This will help justify the higher prices to show that what you have to offer is of higher quality. Also, we can assist in making sure customers understand it’s easier to purchase or get support from your company as compared to the competition. It’s far more difficult for your rivals to beat you at your own game.

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